I Want To Know

How To Sell More, Charge More, and Inspire More

Feb 7, 2024

James Ellis, an employer branding expert, discusses topics such as selling high-ticket products, common reasons customers don't buy, building a movement, and underutilized content creation tactics.

46:56

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James Ellis

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Quick takeaways

One underutilized channel and tactic for content creators is having one-on-one conversations with their audience, which can provide valuable insights and connections.

Utilizing newsletters is an effective but often overlooked tactic that offers a direct and personal way to reach and engage with the audience.

Deep dives

Underutilized Channels and Tactics for Content Creators

One underutilized channel and tactic for content creators is having one-on-one conversations with their audience. These conversations can happen through DMs, Zoom calls, or in-person meetings and provide valuable insights and connections. Another underutilized tactic is utilizing newsletters. Newsletters offer a direct and personal way to reach and engage with an audience. Content creators should also consider doing less and focusing on quality over quantity. By focusing on a smaller number of platforms and content, creators can make a bigger impact. Distribution of content is often overlooked, but it is crucial to get the most value out of what is created. This can be achieved by using multiple channels to share content and maximize its reach. Packaging content in unique and compelling ways can make it more interesting and easily shareable. Finally, utilizing unique formats, such as creating a mini-series or recurring features, can help content creators stand out and attract attention.

Selling is not about convincing

00:32

Alignment, Clarity, and Audience - Keys to Selling High End Products

00:36

Unique Packaging for Content Creation

00:42

Introduction

2min

Selling High-End vs Low-End Products

12min

Recognizing and Addressing Objections in Selling

3min

Building a Movement and Gaining Momentum

17min

Maximizing Value of Existing Content

12min

Wrapping up and Encouraging Engagement

2min

Today, my guest on the I Want To Know podcast is James Ellis. James is obsessed with using employer branding to make hiring better for recruiters, hiring managers, and candidates. He's written three books on the subject, including Talent Chooses You, which has been referred to as the new Bible of the industry, The Change Agent newsletter, and is about to launch his third podcast, The Definition of Insanity.

Ever wonder how to get someone to pay $7,500 for your work instead of $75? Or maybe on the flip side, how to attract people to a movement and get them to take action that has nothing to do with actually buying something from you? Either way, what are the most underutilized channels and tactics content creators can use these days to accomplish your goals? You're about to find out.

Here are some of the most valuable moments in our conversation:

00:00 - Introduction

03:40 - Selling Is Not Convincing (How To Avoid The Biggest Sales Mistake)

08:46 - You Can Make A $100,000 Sale With A Single Sentence

10:17 - 5 Keys To Selling High-Ticket Products

14:50 - The Only 10 Reasons Why Customers Don't Buy

29:19 - 5 Ways To Grow A Movement

35:12 - Content Creation Tips: The 6 Most Underutilized Tactics

Show Notes

👉 Watch this episode on YouTube

Tribes by Seth Godin: https://amzn.to/3wea7tH

Get Together by Bailey Richardson, Kevin Huynh, Kai Elmer Sotto: https://amzn.to/42sZX4K